The Rainmaking Podcast

In this episode of The Rainmaking Podcast, Scott Love welcomes David Freeman, award-winning consultant, best-selling author, and founder of Lawyer Book Builder, to discuss how laterals can thrive when joining a new firm. Drawing from over 30 years of coaching thousands of lawyers, David shares actionable strategies to help partners integrate quickly, build internal allies, and accelerate business development. He likens lateral transitions to being “the new kid in school” — success depends on taking ownership of relationship-building rather than waiting for the firm to do it. David explains how laterals can identify internal allies across practice groups, collaborate with marketing and BD professionals, and proactively offer value to colleagues through what he calls “gifts.” He introduces practical tools like the Memory Matrix—a simple spreadsheet to track and maintain relationships—and emphasizes consistency, visibility, and giving before asking. The conversation closes with three key takeaways: create a detailed integration and BD plan, track and nurture high-value relationships monthly, and build an accountability system to ensure consistent follow-through. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/bToVlYNrosk ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals in law, consulting, recruiting, and beyond. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- David H. Freeman, J.D. is a former practicing lawyer from New York, an award-winning consultant, and a two-time best-selling author. He’s a member of the National Law Journal Hall of Fame for being voted the #1 business development consultant and coach in the United States for several consecutive years. For over 30 years, David has trained and coached well over 10,000 lawyers in over 235 law firms world-wide, he’s worked with nearly half of the Am Law 200, he’s the author and co-author of 16 books on law firm business development and leadership, and he’s the creator of Lawyer BookBuilder, an step-by-step, turnkey training and accountability program that shows lawyers how to become exceptional rainmakers. Links: https://lawyerbookbuilder.com/ https://davidfreemanconsulting.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews Jim Camp Jr., retired Air Force Major General, author of Lead From No, and principal at the Camp Negotiation Institute. Jim shares his systematic approach to negotiation, which combines mindset, structure, and behavior to help professionals achieve stronger outcomes without unnecessary compromise. He explains why most people mistakenly equate negotiation with giving something up, and instead reframes it as “the effort to bring about an agreement with all parties having the right to say no.” Jim outlines practical tools like the negotiation checklist and journal, emphasizing preparation, emotional control, and asking the right questions to uncover an opponent’s true concerns, vision, and decision-making process. He highlights how avoiding pressure and welcoming “no” builds trust, lowers tension, and leads to more durable agreements. With stories from both business and military contexts, Jim demonstrates how negotiation skills are essential across professional services, leadership, and even everyday life. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/rVMKH3ZBKCc ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Jim, recently retired as a Major General in the United States Air Force (Jim Camp Jr.’s bio), rejoined the Camp Negotiations team after serving many years as the Commander of the Ohio Air National Guard, and National Guard Assistant to the Commander of the US Transportation Command. Prior to dedicating his full-time efforts to military service, Jim helped build Camp Negotiations from 2000-2007 as a coach and contributor to “No, The Only System of Negotiation You Need For Work and Home.” Serving at the National strategic level, Jim was personally responsible for negotiating the largest pay increase in history for thousands of Air National Guard Instructor Pilots. Jim credits his military success to the Camp System of Negotiation. “If you lead people, you negotiate every day.” Despite Jim's long military career, he’s remained an owner of Camp Negotiations and is now fully re-engaged as a coach. His diverse leadership background, education, and military experiences bring a welcomed perspective to the Camp Negotiations Team. In fact, Jim Camp Jr. recently published his new book, Lead from No: A Systematic Approach to Leadership Negotiation. His new work is highly acclaimed and considered to be a long-awaited sequel to his father’s book, Start with No. His combination of business and leadership coaching stories makes a strong case that the Camp Negotiation system is highly effective and time-tested. Links: https://www.linkedin.com/in/jim-camp-jr-2a8ab79/ www.campnegotiations.com https://campnegotiations.com/lead-rom-no-book-jim-camp-jr https://campnegotiations.com/coaches Learn more about your ad choices. Visit megaphone.fm/adchoices

In this legal-focused edition of The Rainmaking Podcast, Scott Love speaks with Randy Peck (CEO) and Jordan Peck (VP of Business Development) of Peck Financial about the crucial but often overlooked issue of partner benefits during law firm transitions. Under the theme “Rainmakers Without Umbrellas”, they discuss how many high-earning partners neglect their own financial protection, leaving themselves and their families exposed when changing firms or going through mergers. From life insurance to disability and long-term care coverage, the Pecks explain how benefits often don’t keep pace with rising compensation—and why partners must treat themselves like their own clients by proactively evaluating their protection. They also highlight specific risks such as assuming new firms will provide sufficient coverage, overlooking portability of benefits, and ignoring international complications. With stories from decades of advising AmLaw 100 and 200 firms, Randy and Jordan stress that the biggest pitfall is simply looking past these issues during transitions. Their three key action steps: regularly audit your coverage, inventory benefits before moving, and compare them with offerings at your new firm. By taking these steps, partners can avoid being “rainmakers without umbrellas” and ensure long-term financial security. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/kluHcPD4bqs ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Peck Financial is an established industry leader specializing in executive benefit solutions. For more than 30 years our core business has focused on developing and administering employer-sponsored executive disability, life, and long-term care insurance plans. While these plans have become more common in recent years, our clients consistently remark on our responsiveness and unmatched customer service. Links: www.peckfinancial.com https://www.linkedin.com/in/jordan-peck-992786156/ https://www.linkedin.com/in/randallpeck/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love speaks with social media strategist and LinkedIn expert Kait LeDonne about the shifting landscape of LinkedIn. Kait traces how the platform has evolved—from being a digital résumé hub to today’s creator-driven space optimized for knowledge and advice. She explains why vulnerability posts surged during the pandemic, how LinkedIn adjusted its algorithm to emphasize value-driven content, and what professionals should focus on now: consistency, storytelling, and educational insights. Kait also provides practical guidance for professional services providers who want to turn LinkedIn visibility into real business opportunities. She highlights the power of newsletters, personal branding, and using story as a bridge to credibility and trust. With actionable strategies—posting at least twice a week, engaging meaningfully with comments, and adding strategic connections daily—Kait shows how professionals can build influence, grow their networks, and convert visibility into revenue. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/o_pgpKiGDu8 --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Kait LeDonne is a personal branding expert who specializes in transforming professionals into industry leaders, forging powerful employee personal brands, and demystifying the essentials of impactful personal branding. Links: https://www.linkedin.com/in/kaitledonne-personalbrandingexpert/ https://www.kaitledonne.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews Gavin Sharpe, former lawyer, global legal search firm CEO, and now performance and leadership coach, to discuss the blind spots of rainmakers. Gavin explains that blind spots are unconscious behaviors others see but we often miss—like interrupting, failing to delegate, or hiding vulnerability. Left unchecked, these blind spots create limiting assumptions such as “I’m not a natural rainmaker” or “asking for help is weakness,” which can undermine success and stall growth. Gavin shares how lawyers’ personalities and the pressures of perfectionism often reinforce these blind spots, creating a cycle of stress and missed opportunities. He offers strategies for uncovering and challenging limiting beliefs, from seeking peer and client feedback to reframing outdated stories we tell ourselves. By identifying, examining, and dismantling these beliefs, professionals can unlock untapped potential, build stronger teams, and become more effective rainmakers. Gavin closes with actionable steps to help listeners start recognizing and addressing their own blind spots. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/8rGE3jRwZTM --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- About Gavin Sharpe: “I blend coaching, business, and psychology, to facilitate ambitious leaders achieve their full potential. With a strong focus on the legal sector, I empower lawyers to cut through the noise, lead with purpose, and become great rainmakers.” Links: Webinar: https://www.rivierawellbeing.com/events/the-rainmaker-playbook-attracting-and-activating-top-performers/ Ditch The Pitch: Rethinking Sales in Law Managing Law Firm Talent in 2025: My Top Three Tips Lawyers Are the Biggest Imposters of Them All. I Should Know: I Am One of Them. Partners Are From Mars, Associates Are From Venus: The Real War for Talent Rainmakers Are Not The Answer To Law Firm Transformational Growth. Here Is Why What the Monaco Grand Prix Teaches Us About Performance Are You A Workaholic? Gavin Sharpe on Riviera Radio, Sept 2024 "Gavin Sharpe: Becoming a Rainmaker Starts with Mindset" Podcast www.rivierawellbeing.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this legal-focused edition of The Rainmaking Podcast, Scott Love speaks with Camille Stell, co-author of Respect: Insights to Attorney Compensation Plans. Together, they explore why compensation is more than just numbers—it’s about respect, transparency, and culture. Camille explains how lawyers often interpret pay as a measure of personal value, which can make compensation discussions emotionally charged. She shares insights into the complexities of law firm compensation, including the influence of multiple committees, the challenges of integrating laterals, and generational expectations around transparency. Camille also highlights how compensation strategies shape firm culture, impact collaboration, and affect retention and succession planning. She outlines emerging trends, such as rewarding team contributions, expanding non-equity career paths, and building transparency into comp systems. For law firm leaders, Camille suggests auditing current systems, aligning compensation with strategic goals, and increasing year-round communication to reduce the stress of “comp season.” Her practical guidance helps firms create fairer, more effective plans that balance individual rewards with long-term institutional success. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/8roVK-hYZ48 --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Camille Stell serves as Vice President of Risk & Practice Management for Lawyers Mutual Liability Insurance Company of North Carolina, where she provides coaching and consulting on succession planning, law firm compensation, and law firm innovation. She is a legal industry leader in law firm management, business development, and strategic planning. A Fellow in the College of Law Practice Management, Camille is a sought-after speaker and writer, having taught CLEs and led workshops for attorneys and legal professionals nationwide. A Meredith College graduate, she has been recognized by North Carolina Lawyers Weekly and the Triangle Business Journal for her leadership and impact. Camille is the co-author of two books written during the pandemic: Designing a Succession Plan for your Law Practice: A Step-by-Step Guide for Preparing Your Firm for Maximum Value, published in 2021 and RESPECT: Insights in Law Firm Compensation, 2nd Edition published in October 2024. Links: Contact: Camille@lawyersmutualnc.com Direct Dial: 919.447.3354 https://www.linkedin.com/in/camillestell/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews Sue Heilbronner, executive coach, speaker, and author of Never Ask for the Sale: Supercharge Your Business with the Power of Passionate Ambivalence. Sue explains why many professional services providers resist selling themselves and how to shift that mindset by embracing authenticity and confidence. She introduces the concept of passionate ambivalence—the ability to be genuinely excited about opportunities while remaining unattached to the outcome. This approach helps professionals appear more credible, command higher fees, and attract long-term clients. Sue also addresses common challenges such as imposter syndrome, over-eagerness, and desperation in sales. She emphasizes qualifying prospects, presenting yourself as the product, and building thought leadership through strong digital presence and meaningful contributions. With practical strategies for pricing, follow-up, and conference networking, Sue provides actionable insights for professionals looking to transform their approach to business development and rainmaking. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/va71ZBSew5s --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Sue is a sought-after speaker, startup CEO, mentor, adjunct professor of entrepreneurship, facilitator, strategic advisor, Conscious Leadership coach, co-founder of the MergeLane investment fund, creator of the Leadership Camp training program for high-potential leaders, former federal prosecutor, and a direct and fearless catalyst for change. Sue has the privilege of bringing her speaking, TED and TEDx-style speaker coaching, facilitation, coaching, Conscious Leadership, and consulting expertise to companies around the world. She’s worked with teams and leaders from Facebook, G2, Salesforce, Gainsight, Kiva, Uptake, Oracle, and more. Sue has been a CEO and CRO for digital marketing, technology, and e-commerce companies since the earliest days of the Internet. She began her career as an attorney – last as a federal prosecutor with the United States Department of Justice Civil Rights Division. She transitioned to business by founding an online baby gift company in 1999, which she later sold when she joined Discovery Communications, the parent company of Discovery Channel and 15 other international networks. Sue went on to lead companies in the interactive travel, digital publishing, e-commerce, home maintenance, and online education sectors. Sue serves as a mentor with Techstars and an adjunct professor of law and entrepreneurship at the University of Colorado Law School. Sue is a powerful presence who inspires audiences with her authenticity, directness, quick mind, and humor. Sue earned a BA from Oberlin College and a JD and Master of Public Policy from Duke University. She lives in Boulder and Chicago. Links: https://www.heysue.com/ https://www.heysue.com/never-ask-for-the-sale https://www.linkedin.com/in/sueheilbronner/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love sits down with Patrick Morin, CEO of Transact Capital, to discuss how rainmakers can maximize their time at conferences. Patrick shares proven strategies that have generated millions in business, from doing research and segmenting attendees before arrival, to positioning yourself in the right places—like across from registration desks or in the front rows of sessions—to build meaningful connections. He emphasizes preparation, authenticity, and focusing on relationship-building rather than selling. Patrick also highlights post-conference follow-up tactics that strengthen client development, such as sending short, thoughtful notes and sharing industry intelligence without expecting anything in return. He stresses the importance of speaking opportunities, attending offsite events, and maintaining high energy throughout the conference to create loyal connections. His practical insights show how professionals can turn conferences into powerful rainmaking opportunities. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/m2BP_nXHcNI --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Patrick Morin is the CEO of Transact Capital Partners, an investment banking firm specializing in mergers and acquisitions of technology, Human Capital Management, industrials, and veteran-led companies. Patrick has two professional roles: 1. Merger & Acquisition advisory to Staffing, EdTech, PropTech, and SaaS companies. 2. Professional speaker addressing conventions, conferences, and corporate & association meetings across the US and internationally on the subjects of M&A strategies and building high-performance corporate cultures. Links: https://transactcapital.com https://www.linkedin.com/in/patrickmorin/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews Catherine MacDonagh, a legal industry consultant and author of Lean Six Sigma for Law. Catherine explains how process improvement—defined as analyzing and refining repeatable, describable steps to achieve better outcomes—can significantly enhance client service, profitability, and rainmaking. She notes that while lawyers often resist by saying every matter is unique, many steps in legal work and firm operations (like intake, billing, or onboarding) are recurring processes ripe for improvement. By using tools such as scorecards, impact/ease matrices, and stakeholder analysis, firms can identify high-impact areas, streamline workflows, and improve both client and employee experiences. Catherine shares real-world success stories, including a global law department that collaborated with a law firm to reduce billing inefficiencies and deepen their relationship. She stresses the importance of involving cross-functional teams, listening to the “voice of the client,” and embedding change management into the process. Continuous improvement, she argues, is not just about efficiency—it’s about building stronger client partnerships and staying competitive. Catherine closes with three action steps: start by trying small improvements, commit to continuous learning, and build skills in Lean, Six Sigma, and related disciplines. Her message is clear: process improvement works in law, and adopting it can transform rainmaking efforts and client development. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/Q36c2IBRpdc --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- A Legal Lean Sigma® Black Belt and a certified Six Sigma Green Belt, Catherine is the CEO and a Founder of the Legal Lean Sigma Institute, LLC. LLSI offers consulting and the first and only process improvement and project management certifications, courses, and workshops designed for the legal profession. Catherine created Legal Lean Sigma®, the award winning Legal WorkOut® and Legal Lean Sigma® Design Thinking. Links: https://www.linkedin.com/in/catherinemacdonagh/ https://legalleansigma.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love speaks with Jeff Brandeis about how professionals can use webinars as a powerful tool for rainmaking. Jeff explains that too many webinars fall flat because they are one-sided PowerPoint presentations that disengage audiences. Instead, he emphasizes creating interactive experiences—adding music, visuals, polls, and live engagement to keep participants interested. By building rapport with attendees—just as one would in a networking conversation—presenters can foster the know-like-trust factor essential for winning new business. Jeff also highlights the importance of asking the right questions, adapting content based on audience responses, and using storytelling to create authentic connections. The discussion also touches on practical strategies to elevate webinars into true business development platforms. Jeff advises presenters to avoid “death by PowerPoint” by limiting slides to a few bullet points and keeping themselves on screen to maintain presence. He underscores the importance of a clear call to action—whether scheduling a consultation, downloading a guide, or visiting a website—and suggests using QR codes to streamline engagement. Finally, Jeff offers three action steps: audit your past webinars to assess engagement, reduce reliance on slides in favor of conversation, and integrate polls, questions, and interactive elements throughout. By doing so, rainmakers can transform webinars from passive lectures into dynamic business-generating conversations. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/OVMKVK0eNmg --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Are you ready to elevate your webinar game and captivate your audience like never before? Welcome to Engaging Webinars, where we specialize in helping professionals create dynamic and interactive virtual presentations that drive engagement and boost sales. Our Mission: To empower you with the tools and strategies needed to deliver compelling webinars that not only inform but also inspire and engage your audience. Links: https://www.linkedin.com/in/jeffbrandeis/ https://engagingwebinars.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love interviews sales performance expert and coach Walt Crosby about how introverts can excel in business development. Walt explains why introverts often have an advantage: their natural tendency toward active listening allows them to truly understand client needs, peel back the layers to uncover the emotional drivers behind decisions, and build deeper connections. He stresses the importance of mirroring tone and cadence, setting upfront agreements to control meetings, and using curiosity and empathy to create trust. Walt also outlines how skepticism—politely pushing back for clarity—can strengthen credibility and uncover real issues. The conversation explores practical strategies for networking and client engagement, especially for introverts who may feel uncomfortable initiating contact. Walt encourages professionals to develop a clear picture of their ideal client, focus on learning about others before sharing their own story, and have clear next steps after every interaction. By combining curiosity, empathy, and targeted energy, introverts can leverage their strengths to become powerful rainmakers. The episode closes with three actionable steps: define your ideal client with precision, use skepticism to clarify and avoid assumptions, and establish concrete follow-up actions after each conversation. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/VNT8k8ILO4U --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Walter is on a mission to help Visionary leaders build a high-performance sale organization with a consistently reliable revenue forecast to double revenue. As CEO of Helix Sales Development, he only engages with growth-minded entrepreneurs who are frustrated with underperformance, and have the desire & commitment to build a performance-based sales culture. His clients say the journey can be challenging; however, the results are transformative and produce repeatable revenue growth with margin integrity. Walter is a proud alum of the University of Michigan and holds an advanced degree from the School of Hard-Won Wisdom. He spent the majority of his career as a salesman who was frequently promoted to sales manager. He’s sold a variety of products with complex B2B sales cycles including LED luminaries, commercial signage, financial services, synchronized clocks systems, and commercial fire alarm systems. Frustrated by the lack of training each time he was promoted to sales management roles, he sought training and mentors to help him grow as a leader. This led to the creation of his own firm, Helix, to hire, train, and influence successful sales teams. He has formed strategic relationships to augment the sales coaching services he provides. Walter is a certified partner with the Objective Management Group, an award-winning provider of evidence-based sales evaluation and assessment tools. Helix’s technology partner is Membrain. Those that know him best often find him reflecting over a fine cigar in his private cigar lounge. In fact, he speaks regularly about his two favorite passions as host of his podcast called Sales and Cigars. Links: https://www.linkedin.com/in/walterlcrosby/ https://helixsalesdevelopment.com/ Order Walt Crosby’s book Scale Your Sales here: https://www.amazon.com/Scale-Your-Sales-Critical-Mistakes/dp/1959911252 Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Troy Korsgaden, insurance industry consultant and business development expert, about how professionals can avoid common pitfalls in client development. Troy emphasizes that the biggest mistake professionals make is failing to be intentional. He shares how building habits—like stopping for brief, purposeful introductions during daily routines—can generate long-term business success without requiring large time investments. His “stacking” method, combined with calendaring time for outreach, ensures that business development becomes a natural part of the day, not an afterthought. The conversation also explores the importance of follow-up, with Troy reinforcing that consistent communication is more impactful than any one-time pitch. Troy also introduces the concept of being a “discussion partner”—someone clients turn to not just for services, but for strategic conversations and trusted advice. He encourages professionals, including introverted lawyers, to shift their mindset away from sales toward authentic, service-first relationship building. By being a reliable resource and showing curiosity, professionals can earn trust and grow business organically. The episode closes with three action steps: adopt the “law of 72” to act on new ideas quickly, schedule time for strategic thinking, and never remove critical follow-up items from the calendar. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/t_g-mzKSI4M --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Troy Korsgaden is a highly sought-after insurance and financial services consultant. He is the principal of Korsgaden International which specializes in global marketing, distribution, agency building and technology strategies for many of the world’s largest insurance carriers and financial services companies. As a consultant, speaker and author of seven books, Korsgaden’s mission is to help the insurance industry and its representatives wake up to the radical transformation taking place in the industry and create the necessary tools and roadmaps to best navigate and build success in the rapidly changing insurance and financial services landscape. A widely-respected expert in personal distribution and other methods, Korsgaden trains corporate insurance and financial services leaders on customer service, change management and transformational work, among many other critical issues impacting insurance carriers and financial services companies. Korsgaden helps those in the industry learn how to better communicate with their teams and consumers so that consumers develop a higher appreciation for the value of insurance products and their insurance advisor relationships. Korsgaden International provides turn-key approaches using leading technologies and management tools which create fluency and seamlessness in product delivery and customer service. Hundreds of thousands of insurance and financial services executives, agents, brokers and staff members have been inspired and empowered by Korsgaden's seminars and guidance for over 30 years. Link: https://www.linkedin.com/in/troykorsgaden/ https://www.korsgaden.com Learn more about your ad choices. Visit megaphone.fm/adchoices

In this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Lana Manganiello, law firm growth leader, business development coach, and lateral integration strategist, about why business development is career development. Lana explains that the skills and activities required to grow a book of business—building visibility, cultivating credibility, and developing strategic relationships—are the same ones that create career options, whether an attorney wants to make equity partner, move firms, or transition in-house. She emphasizes that investing in business development not only generates autonomy and control over your practice but also increases leverage within your current organization, allowing you to shape your role into something more fulfilling. Lana offers practical guidance on developing both internal and external strategic relationships, highlighting the value of connecting with colleagues, mentors, and professional staff inside the firm, as well as clients, referral sources, and industry contacts outside of it. She encourages attorneys to start now—regardless of career stage—to avoid missed opportunities, and to approach networking with authenticity, preparation, and mutual value. The episode closes with three action steps: reconnect with one contact this week, make your expertise visible, and say yes to an opportunity that aligns with your long-term goals, even if it feels uncomfortable. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/HqWzotNIuaE --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- With over 15 years of experience in business development, sales management, and professional coaching, Lana Manganiello is a recognized leader in elevating legal professionals and their practices. Her career spans leadership roles in business development and marketing, where she was directly responsible for driving growth, managing sales teams, and creating strategies that deliver measurable results. Lana’s guidance is rooted in both personal experience and her extensive work with hundreds of professionals across diverse practices, goals, and personalities. She has partnered with AmLaw 200 firms, boutique practices, and individual lawyers at all career stages to align their values, goals, and strengths with actionable business development strategies. Career Highlights: Deep Expertise: Lana has designed and delivered programs that have transformed attorneys into trusted advisors, helping them cultivate rewarding practices. Leadership: As President of the LA County Bar Association’s Counsel for Justice, she has spearheaded initiatives to expand access to justice and enhance diversity in the legal profession. Recognition: Named a “Global Leader in Legal Strategy and Consulting” by Lawdragon and a “Diversity, Equity, Inclusion & Accessibility Visionary” by Los Angeles Times Magazine. Impact: Lana’s clients report significant professional growth, including partnership offers, increased visibility, and greater fulfillment in their careers. Lana’s commitment extends beyond her professional work. She actively serves on boards that advance equity and access to justice, and she’s passionate about supporting attorneys in creating a positive impact on their firms and communities. Links: https://www.linkedin.com/in/lanamanganiello/ https://practicegrowthpartner.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Tony Gray, author of The Business Development Body of Knowledge and founder of the Global Business Development Association, about how professionals can lead with trust in business development. Tony shares a neuroscience-based model of trust built on three pillars: purpose, empathy, and truth. He explains how these elements activate specific brain chemicals—oxytocin, dopamine, and serotonin—that foster genuine connection and credibility. Rather than rely on anecdotal tactics, Tony advocates for a scientific, principle-based approach to building long-term business relationships, emphasizing that aligning with a prospect’s purpose and being candid—even when it means saying you’re not the right fit—can create lasting trust and unexpected referrals. The conversation also explores the differences between empathy and sympathy, how to build the “muscle memory” of candor, and why referrals are the most scalable form of business development. Tony introduces his framework for understanding the full customer journey—from awareness to advocacy—and shows how business development differs from sales or marketing in its exponential impact. With practical guidance and deep insight into human behavior, this episode delivers a compelling case for why professionals must build trust deliberately, not by chance. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/le6LOfxBxhM --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Tony helps companies grow with 30 years experience in business development, sales, and customer success. Tony provided Chief Growth Officer support services for 24 small, medium, and large corporations. One client grew by as much as 100% in one year directly due to his efforts. He cultivated relationships with prospects and generated new business of $800M+ with single award wins up to $230M+ Total Contract Value (TCV). His extensive network and understanding of the government contracting procurement cycle, regulations, federal budgetary effects, and industry landscape helped generate an average of $64M per year in new revenue for his clients. Tony created marketing and sales budgets, along with innovative methods to reduce costs and schedules by as much as 20%. He routinely led sales efforts and developed trusting relationships with all levels of leadership and customers, including senior executive engagement. Tony is the author of the Business Development Body of Knowledge and creator of the Global Business Development Association Business Development Professional (BDP) certification. He is a graduate of the U.S. Naval Academy with a Master of Business Administration from Virginia Tech. Links: Get your copy of the Business Development Body of Knowledge on Amazon: https://a.co/d/ckiz9r0 Connect with Tony on LinkedIn: https://www.linkedin.com/in/tony-gray-mba-bdp/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Steve Seckler, attorney coach and author of Think Like a Lawyer, Act Like an Entrepreneur. Steve shares how lawyers can overcome their aversion to selling by reframing business development as an authentic, relationship-based activity. Drawing from his own journey as a risk-averse skeptic, Steve offers practical tools for lawyers who want to grow their practices without feeling like salespeople. He emphasizes the importance of listening, curiosity, and small, consistent actions that build trust—like sending follow-ups, maintaining light touches with contacts, and showing up at live events. Steve also outlines the value of identifying a niche to become more memorable in a competitive marketplace. He encourages lawyers to engage in business development activities that feel natural and aligned with their personalities, whether that’s bar association involvement, speaking engagements, or nonprofit service. Key takeaways include avoiding the pitfall of waiting for a “rainy day” to market, following up with intention, and starting relationship-building early in one’s career. The episode concludes with three action steps: gain clarity on who you serve, commit consistent time to marketing, and pursue authentic strategies that reflect your strengths. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/lv5-EdTyTRQ --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Steve has been a trusted advisor to attorneys for 25+ years and has coached hundreds of lawyers at all stages of their careers. He has worked with attorneys from a broad mix of law firms and industries. As a lawyer himself, Steve has a deep understanding of the business of law and the life of a lawyer. Steve is a regular speaker at bar associations and writes frequently about careers, marketing, and leadership. He is an active member of the ProVisors business network and serves on the Board of the Career Center of the American Bar Association. He also hosts the popular Counsel to Counsel Podcast. Steve brings a unique perspective to coaching. He was a legal recruiter for over two decades and a Program Attorney at Massachusetts Continuing Legal Education for seven years where he developed and organized100s of seminars. Since 2021, he has been ranked highly in the Massachusetts Lawyer’s Weekly Reader Rankings Awards. Links: Order Steve’s book: https://www.americanbar.org/products/inv/book/449547309/ Twitter: @stephenseckler Website: CounselToCounsel.com Show: Counsel to Counsel with Stephen Seckler, Esq. LinkedIn: Stephen Seckler Blog: https://www.seckler.com/blog/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, Scott Love speaks with Andy Buyting, author of Double Sales, Zero Salespeople, about how professionals in service industries can gain a competitive edge by strategically researching the competition. Andy breaks down a detailed, data-driven approach using platforms like SEMrush to analyze traffic sources, keyword effectiveness, and competitor performance—distinguishing between direct and aspirational competitors. He emphasizes the value of identifying non-branded keywords (those not tied to a specific company name) to capture inbound traffic from prospects searching for solutions to existing problems. Andy also shares compelling examples of companies that unlocked untapped markets by targeting overlooked search terms, such as “landlord insurance” or “how to write an RFP for a firetruck.” He encourages professionals to think like their prospects and align website messaging with customer fears and motivations. Key action steps include analyzing competitors, getting creative with keyword strategy (even bidding on competitor names), and refining website content to convert traffic effectively. The episode concludes with an introduction to Andy’s firm, Tulip Media, which offers digital marketing and custom publishing services for professional firms. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/u-mb1yhaLDc --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Andy Buyting is a leader in thought leadership and content marketing. His “integrated content” strategy has served both himself and his clients exceedingly well. Andy’s thought leadership journey started when he published his first business book in 2007 and started publishing his first magazines in 2009. Since that time, he has leveraged his integrated approach to print, digital and interactive marketing strategies to establish himself as a thought leader in print marketing and brand positioning. Andy’s 2nd book, How to Win Clients & Influence People, is now in its 2nd edition and is an International Bestseller on Amazon. In 2021, Andy co-authored Double Sales/ Zero Salespeople: Optimize Your Sales and Marketing Into One Business Development Strategy That Works! Through Tulip Media Group, his team helps to fuel revenue growth for their Client-Partners through effective marketing that works. Links: https://andybuyting.com/ https://andybuyting.com/how-to-win-clients/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Neil Barrow, a business development consultant for professional services firms, about how partners can generate more revenue through laser-focused relationship-building. Neil challenges the common notion that business development requires chasing every shiny new tool or tactic. Instead, he emphasizes the power of deepening relationships with a select group of key clients and referral sources. He introduces a practical “tiering” system to segment clients based on relationship strength and strategic value—encouraging professionals to identify their top 15–20 clients and focus on creating intentional, value-based conversations with them. Neil also discusses how to apply the same tiering strategy to referral sources by identifying where past business came from and nurturing those relationships systematically. He walks listeners through actionable steps, including reviewing your book of business, categorizing contacts by relationship level (friend, collegial, professional), and scheduling consistent outreach. With insights on mindset, time management, and long-term strategy, this episode is a roadmap for professionals looking to grow their book of business through clarity, structure, and focus. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/u0bi7AIL-A4 --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Neil Barrow is the founder of EnabledBD, helping professional services firms get BD cooking and UndergroundBD, an online community for business development professionals looking for clarity and community. He’s a software sales guy that was (fortunately) talked into working in public accounting, leading origination efforts at 2 different firms for over 8 years. Since then, he’s worked with dozens of firms to build or enhance their business development function (spoiler: BD is not a soft skill). More importantly, he is a Certified Cicerone (beer sommelier) and loves connecting with friends and strangers to chat about business development and/or best beers to try. Most importantly, he lives in Fort Worth with his wife of over a decade and a kiddo who is dominating kindergarten. Links: linkedin.com/in/neil-barrow https://enabledbd.com/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode of The Rainmaking Podcast, host Scott Love speaks with Dr. Megan Lyons—Harvard grad, former consultant, and board-certified clinical nutritionist—about how high-performing professionals can optimize their health without sacrificing productivity. Dr. Lyons shares that the goal isn’t perfection, but performance with minimal health compromise. She identifies common obstacles faced by rainmakers, including adrenal dysregulation, poor nutrition habits, and the misconception that prioritizing health equals losing your edge. Using relatable examples, she explains how small changes—like eating 20–30 grams of protein at breakfast and avoiding “naked carbs”—can create immediate improvements in energy, focus, and long-term well-being. Dr. Lyons provides tactical recommendations tailored for professionals under pressure: building nutrient-dense meals using her VVFP model (veggie, veggie, fat, protein), managing caffeine and sugar intake strategically, and planning meals like a crustless quiche to save time and boost nutrition. She also emphasizes the importance of short breaks, mindful eating, and limiting alcohol consumption without sacrificing the ritual of winding down. Whether you're aiming to avoid burnout or optimize your daily routine, this episode offers a science-backed, approachable strategy for achieving sustainable high performance through better health habits. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/jSVh2QMPovY --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Megan Lyons is a sought-after health & wellness expert who is deeply passionate about inspiring others to feel their healthiest and happiest. Megan is a Harvard graduate, MBA, and former management consultant who left the business world to follow her passion for wellness by opening The Lyons’ Share Wellness in 2014. Since then, she’s earned a Master's degree in Holistic Nutrition, and become Double Board Certified in Holistic Nutrition and Clinical Nutrition, and a Doctorate of Clinical Nutrition, and has amassed over 10,000 hours of 1-to-1 nutrition consulting with clients internationally. Megan runs a top podcast on health and wellness, “Wellness Your Way with Megan Lyons.” Her Revitalize Health Accelerator is a community of health-minded individuals looking to continuously uplevel their health and wellness. Links: Links: Dr. Megan Lyons Website: https://www.thelyonsshare.org/The Revitalize Health Accelerator: https://www.thelyonsshare.org/revitalize/ Podcast: https://www.thelyonsshare.org/wellness-your-way-podcast/ Instagram: https://www.instagram.com/thelyonsshare/ Facebook: https://www.facebook.com/TheLyonsShareWellness/ LinkedIn: https://www.linkedin.com/in/meganoharelyons Learn more about your ad choices. Visit megaphone.fm/adchoices

In this Legal Tuesday episode of The Rainmaking Podcast, host Scott Love speaks with Nicole Kosoff, culture leader at a prominent Los Angeles law firm, about how intentional, values-based culture can be a firm’s greatest tool for retention, productivity, and engagement. Nicole defines culture as the unique personality of a firm shaped by its values—and emphasizes that the most impactful cultural shifts often come at little or no financial cost. She shares examples such as using inclusive language (“works with” instead of “works for”), celebrating personal milestones like birthdays and baby showers, and hosting family-inclusive events that humanize relationships across the firm. Nicole outlines how cultivating culture starts with small gestures that make people feel seen, valued, and connected—whether it’s remembering names, following up on hobbies, or inviting input through surveys and conversations. She explains that culture-building should align with firm values and be supported by leadership but executed through consistent, people-first actions. This episode offers a practical roadmap for law firm leaders who want to create workplaces where people genuinely want to stay—and thrive. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/e8sd3kngfZ8 --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Nicole Kosoff serves as the cultural ambassador for Greenberg Glusker, a regional law firm based out of Los Angeles, where she manages employee engagement and contributes to recruitment and retention efforts. She is also involved in the firm’s corporate social responsibility efforts, including diversity and inclusion as well as community service initiatives. She is a contributor to a variety of industry publications including law.com. During her time at Greenberg Glusker, the firm has been included in Vault’s Best Midsize Law Firms to Work For, where it has been ranked #1 in Firm Culture twice and #1 in Wellness three times. The firm has also been recognized in Los Angeles Business Journal’s Best Places to Work and Most Admired Law Firms. Link: https://www.greenbergglusker.com /https://www.linkedin.com/in/nicole-kosoff/ Learn more about your ad choices. Visit megaphone.fm/adchoices

In this special solo episode of The Rainmaking Podcast, host Scott Love shares a timely message on building strategic alliance partnerships—perfectly aligned with the values celebrated during the Fourth of July. Scott distinguishes these partnerships from simple referral relationships by defining them as intentional, mutually beneficial collaborations where both parties actively promote each other's solutions. Scott offers practical steps to develop two to five meaningful strategic alliances, including identifying thought leaders in your niche, reaching out with genuine value, and planting seeds for long-term collaboration. Whether it's sitting on panels, co-hosting webinars, or quoting others in your writing, Scott outlines how small, intentional actions can lead to powerful results. He encourages listeners to document their goals, take focused action, and build these relationships organically over time. This episode also introduces the new Legal Tuesday series, which will feature law-specific topics to complement the broader professional content released on Thursdays. Visit: https://therainmakingpodcast.com/ YouTube: https://youtu.be/kt0kPSyNExc --------------------------------------- 🎧 Enjoying this episode? Take your recruiting game to the next level with The Scott Love Recruiting System — on-demand video training for recruiters who want real-world strategies that actually work.👉 Get full access at: https://bit.ly/45y7qD1 ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Scott Love is a legal recruiter who is solely focused on recruiting corporate and finance partners for global law firms in major markets. He is also a coauthor of Rainmaker Confidential and speaks at conferences professionally to business groups on sales, client development, and recruiting. Links: therainmakingpodcast.com theplacementclub.com Learn more about your ad choices. Visit megaphone.fm/adchoices